Preparing International Proposals

The modern engineer has two key tasks: successfully completing projects and working to win the next one. In the past, a proposal may have been little more than a brief letter, accompanied by one or two CVs. Now, to tempt prospective clients, engineers have to submit a comprehensive document consisting of one hundred pages or more of text and calculations and offer an interesting package of skills at a competitive price. All UK and international proposals involve writing technical and financial proposals. The proper preparation and good presentation of a proposal will save money and greatly increase the chances of a successful outcome.

This book is a practical step-by-step guide which will help practising engineers prepare and write successful proposals. In one handy guide it:

• describes the problems and best approach for preparing proposals, focusing on technical and financial proposals, technical staff CV’s and project references
• outlines the preparation of a proposal, the best route map for getting there, and possible short cuts
• explains the importance of intermediate sheets to help you get invited to write a proposal resubmitting letters of interest and pre-qualification documents
• describes technical proposals, how to get ideas, what the documents should contain, and what you should and should not say
• highlights the unexpected problems with document submission
• illustrates the value of follow-up, regardless of the outcome of the proposal decision
• describes financial proposals - what should not be included, and how to simplify and standardise calculations
• defines technical references - project and staff descriptions, summary, short and long forms of each - and compares the expectations of a range of International Funding Institutions
• contains numerous checklists including a summary of the key factors to remember and potential pitfalls to watch out for when preparing and writing proposals.

Preface

Chapter 1 : Introduction
Chapter 2 : Marketing
Chapter 3 : Invitation
Chapter 4 : Registrations
Chapter 5 : Proposals’ Preparation
Chapter 6 : Writing Technical Proposals
Chapter 7 : Writing Financial Proposals
Chapter 8 : Comparisons
Chapter 9 : Submission
Chapter 10 : Signing Contracts
Chapter 11 : Follow-Up/Marketing

References
Discussion
Summary
Checklists
Appendices